Summary

• 20 years of high performance computing HPC sales leadership, sales management, and development of regional/national territories. Highlights include sale and installation of world's 51st most powerful computer. Expert knowledge of HPC enterprise solutions, servers, cluster virtualization, Cloud Computing, Cluster Management, Linux Clusters, HPC Storage, Big Data, HPC interconnectw and related technologies from specification and sale through integration and support.
• Demonstrated and Proven Sales Leadership for Tier 1 and 2 companies including IBM, Dell, Penguin Computing and Western Scientific. Known for serving customers' best interests win customer trust and long-term competitive advantage. Skilled at managing complex, high-value sales cycles, including orchestration of technical and sales professionals in all phases.

Professional Experience

Confidential

Sales Consultant

• Direct new business development for the high performance computing sales team in the west coast for Healthcare and Life Sciences, Federal and Higher Education accounts.
• Serve as a HPC sales consultant to identify the opportunity with the customer, validate the applications, collaborate with HPC architects to design the HPC system to meet business needs.
• Provide leadership and direction to drive the sales cycle to close.
• Coordinate activity of territory account teams, system engineers and Dell HPC subject matter experts to present at client meetings and at the Dell Executive Briefing Centers.

Confidential

Sr. Sales Manager

• Consistent record of closing new Fortune 500 accounts focusing on the entertainment industry, cloud computing and HPC clients.
• Hired a boutique consulting firm focusing on strategic business development involving public and private sector entities to increase market share in Canada. Worked in conjunction with consultant firm to lead a consortium of private sector technology companies. Co-developing turnkey HPC solutions resulting in reducing total cost of ownership by delivering standardized HPC building blocks eliminating inconsistencies in computer design, long delivery times, power and cooling constraints and support issues.
• Partnered with a major University Medical Center focusing on genetic research and next generation sequencing to deliver a state of the art High Performance Computing platform capable of analyzing the massive amount of data being produced by today's next generation sequencing appliances.

Confidential

Regional Sales Manager - Southwest

Spearheaded reestablishment of company's Southwest US territory after 2 years of inactivity. Renewed stagnant relationships throughout Fortune 1000 companies, major academic and institutional accounts, and government agencies. Analyzed market to identify new opportunities. Directed team of sales specialists and systems engineers during complex sales cycles. Collaborated closely with customers and vendors for requirements analysis, RFP, and selection - competing on flexibility and responsiveness as well as technical capabilities.

Confidential

Modular Systems Sales Leader

Sold IBM Modular Systems System X server and storage solutions to small/medium business segment, partners and resellers. Leveraged technical expertise with server technologies and other IBM technical resources storage specialists, etc. to establish IBM as provider of choice for enterprise systems, including virtualization, consolidation, business continuity, and disaster recovery solutions. Accredited VMware Sales Professional.

Deep Computing Sales Leader - Confidential

• Launched 19-state sales territory focusing on Life Sciences, Higher Education, and EDA Electronic Design Automation industries. Assembled and managed extended teams of IBM technology experts to leverage core expertise in High Performance Computing Linux Clusters, xSeries, pSeries, Cell Broadband Engine, BlueGene, and Storage . Created technical solutions and sales teams resulting in decisive wins.
• Inducted into 100 Club for delivering 113 of sales quota.

Linux Cluster Sales Leader Confidential

• Led High Performance Computing sales teams providing IBM Cluster 1350 and Custom Linux Cluster solutions across all industry segments throughout North America. Provided leadership, direction, and mentoring for 7 sales professionals, including pre- and post-sale customer support. Participated in weekly sales, manufacturing, and brand cadence calls. Cultivated account base in addition to leading sales teams.
• Exceeded 274M sales quota by 111 . Inducted into 100 Club.
• Personally won 4M sale to Georgia Institute of Technology ranked 51st on Top 500 list .

Lead Linux Cluster Confidential

Initiated worldwide sales of Linux Clusters and storage solutions for IBM Life Sciences division. Collaborated with Life Science sales specialists and client representatives to provide support for enterprise clients.

Confidential

Cluster Product Manager / Senior Account Manager

• Introduced cluster computing technology at Western Scientific and championed its development into major profit center. In charge of product development for life science applications, including custom-built Beowulf Clusters RAID storage solutions high-end UNIX, Linux, Windows NT, and SPARC workstations and servers and networking solutions. Interfaced with hardware and software vendors from Intel to Linux developers , engineers, and clients worldwide to evolve life science product line.
• Managed 40 key accounts, including biotechnology, pharmaceutical, genomic, and agriscience companies defense and aerospace contractors and universities. Represented company at biotechnology and IT industry trade shows. Supervised and trained 10 sales representatives with territories and clients nationwide. Authored in-house newsletter to educate sales force about high performance computing and life sciences.
• In first 3 years, increased annual sales from 12M to 22M . Promoted from Vice President, Sales.
• Ranked 1 in sales 3 consecutive years. Achieved 207 of FY2000 sales quota. Over 4 years, personally generated 10M in revenues and 2.5M in profits.
• Outperformed every Tier 1 competitor in the country including IBM, Sun, HP, SGI, and VA Linux to win Danforth Plant Science Center first major victory for company's cluster business.
• Coordinated sale and installation of world's 9th most powerful computer, a 620-node, 1240-processor Linux-based Beowulf Cluster see clusters.top500.org/db/database.php for specifications .
• Established strategic partnerships, including Platform Computer and Blackstone Computing leaders in Cluster Management Software and distributive computing , Scyld Computing Corporation authors of Scyld Beowulf Operating System , and MPI Software Technology high performance middleware products .
• Primary company officer responsible for exploring partnership opportunities with IBM.
• Previous experience: Field Service Engineer and served with United States Navy as Electronics Technician.